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AFTER The Holidays Workbook!

2

You’re Fired!

I want you to mentally fire yourself and rehire yourself as your prospect.

If you were them, WHY would you put off meeting with someone until AFTER the holidays?

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3

“What’s In It For Me?”

What are some compelling reasons to meet NOW instead of AFTER the holidays?

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4

Let’s Be Proactive . . .

What can you say or do to reduce the probability of someone asking you to call them back AFTER the holidays?

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5

Create 3 Responses

Think about why someone would put you off until after the holidays. Think about a compelling reason to meet NOW and then create 3 different responses to “Call me back after the holidays”.

Response #1

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6

Response #2

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7

Response #3

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8

Additional Ideas

1) Revisit this exercise often . . . you never know what you’ll discover if you stick with something!

2) Get your sales team involved in a brainstorming session. Tap into the creative brainpower of your team . . . unless you work with a bunch of dummies!

3) Practice the responses you created by either calling your voicemail or using the recording app on your phone. Listen to your responses as if you’re the prospect.

4) Tape your end of your cold calls so you can step back and listen to your “game tape”

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(631) 455-2455

Paul Castain is the Vice President of Rock Star Development for Castain Training Systems where he helps sales reps, sales leaders and business owners sell more! Prior to working for Castain Training Systems, Paul was the Vice President Of Sales Development for Consolidated Graphics and Director Of Corporate Solutions Sales for Dale Carnegie & Associates. Over the last 34 years, Paul has trained and mentored over 15,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook Blog and The Sales Playbook Podcast on I-Tunes. He is the creator of the LinkedIn Group Sales Playbook which is an active sales community of over 59,000 members! He has been featured in Forbes Magazine, Success Magazine and Selling Power Magazine.

Training | Consulting | Coaching | Speaking Engagements

(631) 455-2455

What People Are Saying About Paul Castain

Over the years, we have hired numerous speakers to address our employees. Paul Castain is without a doubt, one of the best and most informative presenters that we ever encountered! Tom Hoerr, President QBF I attended our NW division sales conference where Paul was the keynote speaker. Not only did Paul’s sense of humor and great sense of sales come through, but his content provided many tools to take back out into the field with me. It was truly a sales tune up! Tootie Mackenzie, First American Title Insurance Company

Imaginative, provoking and charismatic, his words have the power to influence and persuade others to look past their own boundaries and open themselves to new possibilities. Samantha Albright, Clipper Magazine I belong to a local business networking group whose members are mostly business owners and executives. We hired Paul to teach us how to sell better. Paul's sales seminar is dynamic and up to date. No clichés, no jargon, no buzzwords, just relevant ideas about how to get through to your prospects. Everyone in our group enjoyed the class and learned things they had never considered. Marc Zazeela, APC Postal Logistics “Paul had come in to do a training with me and my staff. To say that I was impressed is an understatement!!! Paul is an exceptional sales trainer that is informative, hysterical, knowledgeable, engaging! He only had a few days to prepare and boy did he prepare!!!! He really went out of his way to make the training very personalized and address some of the challenges we face as a staffing firm. I would highly recommend Paul to any company. He is awesome!!!” Julie Solomon, Co-Founder of Corporate Hiring Solutions Inc

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